Shirli Kopelman

University of Michigan, Stephen M. Ross School of Business

701 Tappan Street

Ann Arbor, MI MI 48109

United States

http://www.shirlikopelman.com

SCHOLARLY PAPERS

13

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2,518

CITATIONS

4

Scholarly Papers (13)

1.

Friendly Threats? The Linking of Threats and Promises in Negotiation

IACM 18th Annual Conference
Number of pages: 10 Posted: 06 Jun 2005
Anne L. Lytle and Shirli Kopelman
Melbourne Business School - University of Melbourne and University of Michigan, Stephen M. Ross School of Business
Downloads 451 (62,575)

Abstract:

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threats, promises, emotions

2.

The Effect of Culture and Power on Cooperation in Commons Dilemmas: Implications for Global Resource Management

IACM 15th Annual Conference Paper, Kopelman, S. (2009). The effect of culture and power on cooperation in commons dilemmas: Implications for global resource management. Organization Behavior and Human Decision Processes (OBHDP), 108, 153-163. doi:10.1016/j.obhdp.2008.06.004, Ross School of Business Paper No. 1072
Number of pages: 40 Posted: 29 Mar 2002 Last Revised: 03 Dec 2014
Shirli Kopelman
University of Michigan, Stephen M. Ross School of Business
Downloads 364 (80,666)

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Social Dilemma, Tragedy of the Commons, Take-Some Games, Commons Dilemma, Negotiation, Cooperation, Self-Interest, Culture, Power, Egocentrism and Fairness

3.

The Power of Presence: Strategic Response to Displayed Emotions in Negotiations

Ross School of Business Paper No. 1061, IACM 20TH Annual Conference
Number of pages: 32 Posted: 04 Jan 2007
Shirli Kopelman, Ilan Gewurz and Vera Sacharin
University of Michigan, Stephen M. Ross School of Business, Consultant and University of Michigan at Ann Arbor
Downloads 348 (84,960)

Abstract:

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Emotion, Negotiation, Presence

4.

The Mindful Negotiator: Strategic Emotion Management and Wellbeing

IACM 2011 Istanbul Conference Paper
Number of pages: 29 Posted: 20 Jun 2011
Shirli Kopelman, Orli Avi-Yonah and Akshaya Varghese
University of Michigan, Stephen M. Ross School of Business, University of Michigan at Ann Arbor and University of Michigan, Stephen M. Ross School of Business
Downloads 321 (92,981)

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5.

Developing Evidence-Based Expertise in Emotion Management: Strategically Displaying and Responding to Emotions in Negotiations

Ross School of Business Paper No. 1099
Number of pages: 40 Posted: 12 Oct 2007
Georges Potworowski and Shirli Kopelman
University of Michigan at Ann Arbor and University of Michigan, Stephen M. Ross School of Business
Downloads 258 (117,510)
Citation 3

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Negotiation, Emotion, Expert, Teaching

6.

Folk Wisdom About the Effects of Relationship Conflict

Ross School of Business Research Paper No. 1038, Negotiation and Conflict Management Research (NCMR), Vol. 1, No. 1, pp. 53-76, IACM 20TH Annual Conference Paper
Number of pages: 36 Posted: 06 Sep 2006 Last Revised: 19 Feb 2009
University of Michigan, Stephen M. Ross School of Business, University of Illinois at Urbana-Champaign - Department of Business Administration, University of Michigan at Ann Arbor, University of Michigan, Stephen M. Ross School of Business, University of Michigan at Ann Arbor - Department of Psychology and University of Southern California - Marshall School of Business
Downloads 197 (152,928)

Abstract:

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Culture, Conflict Frames, Holistic Thinking

7.

Identity Conflict in Negotiations

IACM 2006 Meetings Paper
Number of pages: 9 Posted: 12 Jul 2006
Vera Sacharin, Anne L. Lytle and Shirli Kopelman
University of Michigan at Ann Arbor, Melbourne Business School - University of Melbourne and University of Michigan, Stephen M. Ross School of Business
Downloads 187 (160,468)

Abstract:

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8.

Power and Decision Making in Negotiation: Predictions from Construal Level Theory

22nd Annual IACM Conference Paper
Number of pages: 30 Posted: 08 Oct 2009 Last Revised: 04 Nov 2009
Ronel Ben-Dov, Daniel Heller and Shirli Kopelman
affiliation not provided to SSRN, Bank for International Settlements (BIS) and University of Michigan, Stephen M. Ross School of Business
Downloads 167 (177,438)

Abstract:

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9.

Negotiating Positive Relational Identities in Organizations: Self-Narration as a Mechanism for Strategic Emotion Management in Interpersonal Interactions

22nd Annual IACM Conference Paper
Number of pages: 32 Posted: 08 Oct 2009
Shirli Kopelman, Lydia Chen and Joseph Shoshana
University of Michigan, Stephen M. Ross School of Business, affiliation not provided to SSRN and affiliation not provided to SSRN
Downloads 84 (294,468)
Citation 1

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10.

Emotional Currents in Negotiations: Integrating Theory and Insights for Practice

IACM 24th Annual Conference Paper
Number of pages: 6 Posted: 26 Jun 2011
Shirli Kopelman, Gerben A. van Kleef and Rotem Shacham
University of Michigan, Stephen M. Ross School of Business, University of Amsterdam - Department of Psychology and Bar-Ilan University
Downloads 82 (298,872)

Abstract:

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11.

The Price of Equality: Suboptimal Resource Allocations Across Social Categories

Harvard PON Working Paper No. 1442078
Number of pages: 26 Posted: 31 Jul 2009 Last Revised: 29 Sep 2011
University of Michigan, Harvard Business School - Negotiations, Organizations and Markets Unit, University of Michigan, Stephen M. Ross School of Business, Notre Dame Law School and Stanford Graduate School of Business
Downloads 59 (357,446)

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Profit Maximization, Choice, Decision Making, Social Categories, Transaction Utility, Ethical Dilemmas

12.

The Herdsman and the Sheep, Mouton, or Kivsa? The Influence of Group Culture on Cooperation in Social Dilemmas

NEW ISSUES AND PARADIGMS IN RESEARCH ON SOCIAL DILEMMAS, A. Biel, D. Eek, T. Garling, & M. Gustafson, eds., New York, NY: Springer, 2008, Ross School of Business Paper No. 1066
Posted: 21 Feb 2007 Last Revised: 10 Jun 2008
Shirli Kopelman
University of Michigan, Stephen M. Ross School of Business

Abstract:

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Social Dilemmas, Tragedy of the Commons, Culture, Decision-Making, Cooperation

13.

Cultural Variation in Response to Strategic Display of Emotions During Negotiations

Group Decision and Negotiation (GDN) - Special Issue on Emotion and Negotiation, Vol. 17, No. 1, pp. 65-77, 2008, Ross School of Business Paper No. 1064
Posted: 05 Feb 2007 Last Revised: 15 Jun 2008
Shirli Kopelman and Ashleigh Shelby Rosette
University of Michigan, Stephen M. Ross School of Business and Duke University - Fuqua School of Business

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Emotion, Affect, Culture, Negotiation, Strategy, Decision Making, Ultimatum Bargaining, and Distributive Gains